Workbook

Review Of On The Bus™ Sales Training Workbook by Chris Lipper

Chris Lipper’s “The On The Bus™ Sales Training Workbook” is a comprehensive and engaging resource that is a game-changer for anyone in the sales field. This workbook is meticulously designed to not only teach fundamental sales concepts but also to empower readers with practical tools and strategies that can be implemented immediately.

Content Overview

The workbook is structured into 18 well-organized chapters, each addressing a critical component of the sales process. Here’s a brief overview of what to expect:

Chapter 1

Networking vs. Not Working sets the tone by highlighting the importance of networking in sales, laying a strong foundation for the rest of the workbook.

Chapter 1

Chapters 2-4

Focus on the art of communication, from making effective introductions to the necessity of having a structured sales system. The emphasis on varying introduction lengths (10 seconds to 4 minutes) is particularly useful for tailoring pitches to different contexts.

Chapters 2-4

Chapters 5-6

Delve into the psychology of selling, teaching readers how to turn a ‘no’ into an opportunity and the power of asking questions rather than providing answers. This mindset shift is invaluable for establishing deeper connections with prospects.

Chapters 5-6

Chapter 7

Discusses leveraging talks, conferences, and trade shows—an essential skill in today’s networking-centric sales environment. The practical tips here are actionable and relevant.

Chapter 7

Chapters 8-12

Cover personality traits, negotiation, and traditional prospecting methods. Lipper’s insights into behavioral goals and the impact of personal appearance in sales (Chapter 12) are thought-provoking and relevant in any sales strategy.

Chapters 8-12

Chapter 14-15

On Creating Raving Fans and Chapter 15 on Hiring and Managing Salespeople are critical discussions that help sales professionals not only attract clients but also build long-term relationships and effective teams.

Chapter 14-15

Chapter 16-17

The workbook also addresses modern challenges in sales with Chapters 16-17, focusing on communication and selling virtually. In an era where remote interactions are increasingly common, these chapters equip readers with the skills needed to thrive in a digital sales landscape.

Chapter 16-17

Interactive and Practical

What truly distinguishes this workbook is its interactive nature. Each chapter includes exercises, reflection prompts, and practical applications that encourage readers to actively engage with the material. This hands-on approach reinforces learning and ensures that concepts are not merely theoretical but can be directly applied in real-world scenarios.

Visual Appeal and Usability

Lipper has done an excellent job in presenting the content in a visually appealing format. The clear layout, engaging graphics, and logical progression make it easy to navigate through the workbook. Whether you’re using it as a standalone resource or as part of a training program, the usability is top-notch.

Conclusion

In conclusion, “The On The Bus™ Sales Training Workbook” by Chris Lipper is a must-have for anyone serious about enhancing their sales skills revisiting some of the basics. Its comprehensive coverage of essential topics, coupled with practical exercises, makes it suitable for both new and experienced sales professionals. This workbook not only educates but inspires, providing the tools necessary to succeed in a competitive sales environment. Highly recommended!